Enterprise Account Manager

The Enterprise Account Manager will be responsible for driving strategic sales initiatives within the territory they are assigned. This includes developing and executing on a sales strategy as well as identifying, qualifying, and capturing new business in support of Tripwire’s commercial business objectives.

  • Achieve Revenue targets on a quarterly and annual basis
  • Work collaboratively with internal and channel partners to present compelling solutions to customer business issues
  • Manage client relationships at the “C” suite level
  • Maximize sales into assigned territory, working with Inside Sales Representative when appropriate.
  • Insure a high level of customer satisfaction
  • Forecast the business accurately
  • Develop strategic account plans for Named Accounts and  deals $100k or larger
  • Maintain the integrity of Salesforce.com
  • Be a trusted resource and counsel to HQs marketing and  R & D providing important customer input
  • Proactively and aggressively prospect for new-name business in the Global 2000
  • Work side-by-side pre-sales technical support
  • Regular face-to-face appointments a week with customers and prospects.
  • Proactively creating and developing a plan to close large transactions of $500k or greater
  • Applying Tripwire’s Strategic Selling Process (Miller Hieman)

Exclusions: Account Executives do not have final authority to negotiate pricing, terms and conditions of agreements or purchase orders; all agreements are finally approved when negotiated and accepted by Tripwire, Inc. corporate offices in Portland, Oregon, USA.


  • College degree required. Masters in Business ideal.
  • 7+ year’s sales experience in the enterprise software industry.
  • Prior selling experience in the Security industry preferred.
  • Demonstrated success in account management and in managing client relationships effectively at the “C”- level. IT Security Executives preferred.
  • Easily demonstrably track record of over achievement
  • SFDC friendly, familiar with Spin Selling, Miller Heiman etc.
  • Green field friendly 

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